Developing a Sales Mentality
Some say that salespeople should be hungry, aggressive and always closing. This sounds fair and reasonable, if not somewhat cliche. I maintain it is something more than just assertive actions. It’s a sales mentality – actually an attitude and mindset that can be developed and honed.
So what exactly is a sales mentality? It can be reduced to 3 key elements of perspective, discipline and prowess:
- A Balanced Sales Perspective – a healthy view of self, product and customer
- A Strict Personal Discipline – a daily regimen of managed time, inputs and prioritized activities
- A Hunting-Farmer Prowess – a new business and account growth sales skill and mindset
With a strong sales mentality, a salesperson is well-reasoned, self-managed, and multi-faceted. Can a person or team be trained in this? You bet.
Wouldn’t it be great to have an entire sales organization like this?